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Yes I admit it. I confess. I was once a control freak. I was a Micro-Manager! Confessions of a Reformed Control Freak…
You offer a reliable, quality service. You know that if more people knew what you can do, you'd increase sales. So you advertise in the most likely media for potential clients to read about you. But there's no response. Why?
An M.B.A student from Australia recently asked me: "Is HRM (Human Resource Management) only practiced by top officials like CEO's and other policy makers of an organization, or is it - can it also be practiced by employees at some other level lower than upper management?" I thought it was a good question and very topical in light of what's happening in the corporate world…
Lets face it...winning new business is fun. Particularly in service firms where there is substantial personal involvement required to gain clients. But the jubilation of landing new accounts often leads to problems.
Can you guess what it is? - It's not having too much competition. - It's not about money (or the lack thereof). - And it's not about finding more clients.
I've written previously about how to attract customers and how to manage the sales process. But one thorny issue keeps popping up for my clients what should they do when a potential customer asks "How much will it cost?" as one of their opening lines.
